1. Mastering Detachment A Win Without Pitching Webcast | October 22 nd 2015

2. Agenda  The Seven Masteries  So far…  Our attachments  Detaching in the moment  The Jedi mindset  Q&A 2

3. The Seven Masteries  Process vs. behavior  What are you thinking?  How are you behaving?  What should you be doing? 3

4. The Seven Masteries 1. Focus 2. Purpose 3. Leadership 4. Detachment 5. Silence 6. Directness 7. Money 4

5. Focus Recap  Practitioner or vendor  The source of differentiation and power  If the firm won’t, you must  “I am the expert. (I am the prize.)” 5

6. Purpose Recap  Working from a higher calling, beyond the client  Brings motivation beyond the job in front of you  Individual purpose augments (compensates for missing) firm- wide purpose  “I am on a mission to help…” 6

7. Leadership Recap 7  Leadership is seeing what others cannot, doing what others will not and creating courage in others to follow  Leading in the sale is challenging the client in a way that grows them and creates future value for all  The physiology of leadership is calm presence

8. MASTERING DETACHMENT 8

9. The Detachment Mindset  The focus mindset…  “I posses expertise of great value to you.”  Followed by purpose…  “I am on a mission…”  Then leadership…  “I can do this (help)… if you let me lead..”  And finally detachment…  “I know however that all will not follow, and that’s okay.” 9

10. Detachment Defined “Detachment is a state of mind in which you witness, clearly and calmly, with good will, whatever you are seeing, hearing, thinking, enjoying or suffering as if you are not bound or preoccupied by them.” 10

11. Attachment and Detachment  Attachments are things we need from the relationship that are not beneficial to the client or this type of relationship  They get in the way of delivering value to the client  They’re personal and often manifest as improper or impulsive behavior or behavioral blocks:  Talking about money  Corralling decision makers  Asking uncomfortable questions  Pushing too hard, suggesting inappropriate solutions  Agreeing to meetings or proposals 11

12. To What Are We Attached?  Three primary internal attachments:  The need to win (achievement)  The need to be liked (affiliation)  The need for authority or respect (power)  And a primary external attachment:  Money 12

13. A Framework for Detaching 1. Identify it 2. Release it 3. Focus on the another behavior or goal 13

14. 1. Identify Your Attachment  In advance of the interaction ask: what is it that I need from this person?  Tests:  Four tools: sales, marketing, PR & networking  Two piles: money & respect 14

15. 2. Release It Need  The money  The win  The relationship  The respect Mantra  “I’m rich – money means nothing to me.”  “If this is meant to be, it will be. I will not force it.”  “The relationship is the reward, not the path.”  “I will be kind in my words and understanding in my behavior.” 15

16. 3. Focus on Another Behavior or Goal  The “thing” (proper point of sales process)  What you do next (the new behavior) is what rewires the brain  The goal “My objective is to help you (benefit) and (benefit).”  Say or just think it  Benefits are the clients, unearthed earlier in the sales cycle  The Three Rs from webcast The Objection 16

17. Recap 1. Identify your attachment  Don’t deny it  In advance where possible & when it arises 2.Release it  Float it away using your new language  The hard part (practice) 3.Refocus on the goal  Proper point of sales process  State the goal (benefit and benefit) and the proceed 17

18. Furthering Detachment Progress  Study models for:  Meditation/mindfulness  Addiction  OCD  Personal growth  Increase the gap 18

19. The Jedi Mindset  “I am the expert; I am the prize.”  “I am on a mission to…”  “I can only do this [help] if you let me lead. (Follow me.)”  “I accept that all will not follow, and that’s okay.”  Repeat the mantra beforehand  Include or add your specific detachment mantra 19

20. Questions?  Start typing… 20

21. Summing Up  Many attachments get in the way of the sale but the primary ones are achievement, affiliation, respect and money  Identify what you typically need and work on that over the long term  In the moment: 1. Identify, 2. Release, 3. Refocus  The Jedi mindset:  “I am the expert. (I am the prize.)  “I am on a mission to..”  “I can only do this if you let me lead.”  “All will not follow, and that’s okay.” 21

22. Coming Soon Webcasts  Lessons for the Front Line | November 5 th  The Best Year Ever | December 10 th  Mastering Silence | January 7 th Next WWP Program  January 2016 22